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Won Woo Park

SNU Business School

Motivat ion

KDI, 2013/9/5


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Theories of Motivation

Content Theory: What motivates people?

Process Theory: How motivation occur?

Application: Reinforcement Theory

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Motivation Theories Integrated5

1) Need Theories

2) Herzberg: Two Factor Theory

1) Vroom et al.: Expectancy Theory

2) Locke: Goal-Setting Theory

3) Adams: Equity Theory


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Performance = Motivation Ability Opportunity

Controllable Uncontrollable


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Theories of Motivation

Content TheoryWhat motivate(s) people?

Process TheoryHow are people motivated?

IntegratedTheory

Application: Reinforcement Theory


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Need Theories 2 Factor Theory

Maslow Alderfer McClelland

Motivator

Hygiene

Factor

Herzberg

Content Theories


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Maslows Hierarchy of Needs Theory

- Human being have five-stageneeds: Physiological, safety,social, self-esteem, and self

actualization)

- Higher-level need appears onlywhen the lower-level need isfulfilled.

Self-Actualization

The drive to become what one is capable of becoming.


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Maslows Hierarchy of Needs

Low-level Needs

Externallyfulfilled needs

High-level Needs

Internally

fulfilled needs


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AlderfersERG Theory

Core Needs:

Growth

Relatedness

Existence

Concept:

On can have (and fulfill) more thanone need at the same time.

The direction (of need fulfillment)

can start from any level, either fromtop or from bottom.

Human being have three core needs.


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McClellands Learned Needs Theory

nAch

nPow

nAff

Need for Achievement

Need for Affiliation

Need for Power

Not everybody have the three needs automatically.

The three needs can be increased or decreased) via

learning.


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Two views on Satisfaction and Dissatisfaction


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Two Factors:

Hygiene factor

and Motivator

Factors

causing job

dissatisfaction

Factors

causing jobsatisfaction

Source: Herzberg, F., One More Time: How Do You Motivate Employees?Harvard Business Review , SeptemberOctober. 1987.


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Vroom et al.s Expectancy Theory

What are the factors of motivation?

Expectancy, Instrumentality, Valence

* Expectancy and instrumentality are subjective probabilities

Through what process motivation occur?

Motivation = Expectancy x Instrumentality x Valence


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Lockes Goal-Setting Theory

Setting a specific and challenging goal (accompanied bya feedback) increases ones motivation and leads tohigh performance.

Do your best vs. Be #3 in your class

Lets try our bestvs.Lets get 27% MS


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Adamss Equity Theory

Individuals calculates (subjectively) ones input and outcome.

Each calculates his/her own ratio, and the ratio of others also.

Each compares his/her own ratio with that of others.

One perceives a state of (in)equity when the ratio is (un)equal.

Upon perceiving the state of inequity, one does something to

restore the state of equity.


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Integrated

Theory of

Motivation


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Integration of Key Motivation Theories

Key Theories:

-

Expectancy theory: Effort-Performance-Satisfaction

flow

- Equity Theory: Equity level of extrinsic reward

- 2 Factor theory: Distinction of extrinsic and intrinsic reward


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Reinforcement Theory

To achieve behavior change of employees use every method of

reinforcement equally. Further use burdenless and effective

sanction to internalize peoples behavior

Methods of reinforcementBurdenless and effective sanction

(Punishment)

Good to receive Bad to receive

+ Regulating/rewarding method be legal

Ethical (From group agreement)

Be joyful (fun) & not fatal to individual

- Eagle badge of pilots

- Numbering & pointing out of behavior rules

Provide

Positive

reinforcement

a

Punishment

b

Hold

c

Extinction

d

Negative

reinforcement

To increase good behavior: use a & d

To decrease bad behavior: use b & c

Internalization

3 Types of behavior change: Compliance,

Identification, Internalization


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One type of Reinforcement Punishment


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Reinforcement Instead of Punishment

You, stupid.

Stunned

Where have you learned that bad word?

My baby. Ill give you a 10 dollar. Instead,

never use that word again.

Mommy, I know a 100$ worth bad word also.

Youll definitely give me when you hear.

Stunned

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